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THE MUSIC TRADE
REVIEW
PUBLISHED BY EDWARD LYMAN BILL, I n c .
President, C. L. Bill, 373 Fourth Ave., New York; Vice-President, J. B. Spillane,
373 Fourth Ave., New York; Second Vice-President, J. Raymond Bill, 373 Fourth Ave.,
New York; Secretary and Treasurer, August J. Timpe, 373 Fourth Ave., New York.
J. B. SPILLANE, Editor
J. RAYMOND BILL, Associate Editor
AUGUST J. TIMPE
Business Manager
Executive and Reportorial Staff:
B. BRITTAIN WILSON, CARLETON CHACE, L. M. ROBINSON, WILSON D. BUSH, V. D. WALSH,
WM. T'.RAID WHITE (Technical Editor), E. B. MUNCH, A. J. NICKMN, L. E. ROWERS
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Departments conducted by an expert wherein all ques-
technical nature relating to the tuning, regu-
lating and repairing of pianos and player-pianos are
d e a l t w i t h > w i l l b ? f o u n d i n a n o t h e r sec tion of this
paper. We also publish a number of reliable technical works, information concerning
which will be cheerfully given upon request.
and
t ; o n s o f a
REVIEW
and they are inclined less than ever to let competitors lead
them into making allowances that take all the profit out of the
sale. There are quite a number of houses who, when it comes
to making an absurd allowance for an old rattle trap, let the
sale go to a competitor, feeling that the game is not worth the
candle. However, the trade-in problem will continue to persist
indefinitely.
HERE have been numerous reports regarding the oppor-
T
tunities offered in the Australian and New Zealand mar-
kets for pianos of American make, the reports being made by
consular officers and Australians who have come to this
country in search of instruments.
As the opinion of an unbiased man essentially an Ameri-
can, however, the article appearing in this issue of The Review
by F. Owen French deserves really serious consideration from
those who seek to build up a demand for their instruments in
Australasia. Mr. French's resume of the situation is very fair,
he points out where American manufacturers fall down, as well
as where their products excel.
He gives the reason why the Germans controlled the market
before the war—because they gave the people what they wanted.
Mr. French has sold American pianos in Australia successfully.
He has overcome obstacles and in offering his opinion he knows
whereof he speaks.
for the prevention of unnecessary litigation have been
P LANS
under consideration for a considerable time by a joint com-
mittee of the Chamber of Commerce, and the State Bar Associa-
tion, and an interesting report has just been submitted by the
two organizations, which, to a great extent, consists of rules
Exposition Honors Won by The Review
for the guidance of business men, although many others will
Grand Prix
Paris Exposition, 1900 Silver Medal... Charleston Exposition, 1902
Diploma....Pan-.American Exposition, 1901 Gold Medal
St. Louis Exposition, 1904
find
them useful.
Gold Medal. .Lewis-Clark Exposition, 1905.
These rules relate to contracts of all kinds, and methods of
J.OVQ DISTANCE TELEPHONES—VUMBEBS
5988—5983 MADISON SQ.
Connecting 1 all Departments
arbitration.
They impress by their clearness and simplicity.
Cable address: "Elbifi, New York."
Every man engaged in business should read them. Undoubt-
N E W Y O R K , D E C E M B E R 9 , 1916
edly they will be published in a form convenient for general dis-
tribution. The committee's aim is to prevent litigation by direc-
tions concerning action which is the cause of it and by agree-
ments reached before suit; also to promote settlements by arbi-
EDITORIAL
tration, or otherwise, after disputes have been taken into court.
There is much litigation which could be avoided by obedi-
HAT the problem of the trade-ins has not been solved by
ence to the rules set forth in the report—litigation that increases
the trade in general is again brought to mind by the reports
the cost of business and thus imposes an unnecessary tax upon
of various large dealers to the effect that they find it quite
the public. It may be that the work undertaken by this joint
difficult to dispose of traded-in pianos with any chance of
committee was suggested by what the arbitration committee of
profit to themselves. There are three factors which tend to
the Chamber of Commerce has accomplished in the last few
prevent the used piano becoming a profit producing factor.
years by good advice and wise action in hundreds of commercial
The first is that the allowance made on the instrument is fre- disputes. It has had the support of many prominent members
quently considerably higher than good business judgment dic-
of the bar, and it is evident that the beneficial effect of the recom-
tates. The second is that to clear out used pianos quickly con-
mendations made will be seen for a long time to come.
siderable advertising space must be used, and the third is, it
generally takes a salesman as long to sell a used piano as it
VERYONE engaged either in the making or selling of pianos
does a new one.
should be interested in the table prepared by The Review
In an article on trade-ins in another section of The Review
showing the percentage of increase since January 1 in the cost of
this week, it is pointed out that the chief sufferer is really the
everything entering into the making of a piano or player. The
high-grade house, because the prospect after a piano selling at
list is the most comprehensive that has yet been published in the
$50, $75 or $100 hesitates to enter a store in quest of such in-
trade, and goes far to prove that persistent talk of the increased
formation, when that particular store is featuring in its adver-
cost of piano manufacturing is not in any sense a mere "cry of
tising window displays only pianos selling at several hundred
wolf." The figures have been compiled from reports submitted
dollars. Where some piano stores in the bargain class might
by the great majority of the leading supply houses, and may be
be visited as the logical place to find a cheap piano, the high-
considered as authentic as is possible under the constant shifting
grade merchant must emphasize in his advertising the fact that
of quotations going on at the present time.
he has used pianos for sale. This costs money, that in the
The list proves that the piano manufacturer has been hit in
ordinary course of events would be spent in furthering the
not one but in every direction. Whether the material is metal,
interests of new pianos, which would bring a fair share of
felt or wood, he has had to pay more for it. With the percentage
profit.
of increased cost, ranging from 8 per cent, minimum to 150 per
If a salesman is on a salary, the time he spends selling a
cent, maximum, the piano manufacturer should make no apologies
second-hand instrument for $100 or so may mean that he loses when he passes some of the burden on to the retailer and
a sale of a new piano which would bring several times the
eventually on to the consumer.
price. With the salesman on commission the same loss is
felt, except that the salesman himself shares in part of it and,
N several of the larger cities, including New York, Chicago,
therefore, is not inclined to handle the trade-in proposition
Cincinnati, Baltimore, Washington, etc., it is becoming very un-
except as a last resort.
healthy for the man who seeks to do business through misleading
It is pleasing to note, however, that piano merchants, for
advertising. The period of temporizing is past. There has been
the most part, are observing more care in making allowances,
so much preaching against misleading advertising that the mer-
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